Papers And Briefings

The following briefings MAY NOT BE USED without written authorization.

Some of the articles and briefings below can only be read using Acrobat Reader. If you already have Acrobat Reader the files will open in Acrobat. If you do not have Acrobat Reader please click here to Acrobat. Install Acrobat and then proceed to click on the links below.

Many of these briefings were written for oral presentations, with the text supplemented by vital oral information and examples. Using this material without understanding the background, and the information intended to be added orally, will create poor results. POS can take these technical areas and techniques and apply them to your world, in your language in a way that makes sense to you.

STEVE PINCHUK

A new article explaining RM's background, tools and how RM and/or Total Demand Optimization^TM impacts and why it is beginning to control marketing, pricing and product development decisions in many companies with advanced RM and/or Total Demand Optimization^TM applications. It is titled Revenue Management, Marketing, Pricing & Product Development. The paper was written for the new Journal of Revenue and Pricing Management This new Journal is an international selection of academics and leading executives who practice and do research in Revenue Management. This article explains the background and functions of RM and/or Total Demand Optimization^TM and discusses how this information can be used to revolutionize marketing, pricing and product development.

Revenue Management Theory, Implementation and Pricing (157 pages) POS has given similar briefings, as a full day event for SR Management or workers, at many top companies. This seminar is a good first step in understanding RM and/or Total Demand Optimization^TM and assuring everyone uses the same RM and/or Total Demand Optimization^TM words and means the same things.

How RM and/or Total Demand Optimization^TM Applies To Your Business A briefing given at the EyeforTransport seminars in Amsterdam March 2002. The briefing gives a brief explanation of what RM and/or Total Demand Optimization^TM is and how it can apply to all industries including examples for shipping, freight and similar industries

Revenue Management and it's Application to Different Industries This briefing was given at the CNN Center in Atlanta Georgia.

DR STOWE SCHUMAKER

Frames of Reference and Buyers' Perceptions of Price Value

POS has given similar briefings, as a full day event for SR Management or workers, at many top companies. This seminar is a good first step in understanding

STEVE ELKINS

Data Warehousing

A briefing with diagrams showing how data warehousing is used and its relationship to other areas like revenue management. This example shows airline applications useful in many industries including travel

REVENUE MANAGEMENT ARTICLES

Newer articles will be added soon, however, these articles are still very relevant.

NEW TRENDS IN RM

WSJ Page One - August, 2001 Retailers Attempt to Get a Leg Up On Markdowns With New Software

San Francisco Chronicle Revenue Management - Hotels, airlines, opera houses hope this tool will help them maximize sales and profits

Building Blockbuster Business Can revenue management land a starring role in the movie theater industry?OR/MS Today

- June 2001 By Robert Oberwetter

CHR Reports - Yield ManagementThe Center for Hospitality Research at Cornell A great detailed article by Professor Sheryl E. Kimes on what Revenue Management is and how it applies in different industries.

MANAGEMENT SCIENCES / OPERATIONS RESEARCH

Strategic MS/OR, by Peter C. Bell, article in OR/MS Today, December 1998, on-line at

HOTELS

Revenue Management Systems Must Have or Luxury? Hotel-online.com Special Report